Mike Kunkle

DECEMBER 21, 2023

If you do that, you’ll be pleasantly surprised at the cumulative results you’ll achieve. Create a Relentlessly Customer-Centric Culture At the center of every successful sales organization is a deeply ingrained customer-centric culture. ” Encourage your team to view the world through the lens of your customers. Research them.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Red Star Kim

MARCH 1, 2024

And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com). At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

The Center for Sales Strategy

OCTOBER 16, 2023

Master the art of asking questions to uncover key information. One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client.

Meetings 82

Meetings Prioritization Sales 82

Upland

AUGUST 18, 2023

SOMA has become one of San Francisco’s most important neighborhoods, boasting a strong financial district, and a gathering space for the arts and culture. People will often offer you something, so they have an excuse to follow you around and ask for money. Where is Dreamforce 2023 Being Held? Is SOMA Safe?

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

MTD Sales Training

AUGUST 7, 2014

Questioning Skills improving questioning skills questioning and listening sales calls' I once read of an expedition to find hidden treasures in the Middle East. Rumour had it that wealth beyond compare had been buried in caves by ancient people who had been trying to escape. [[ This is a content summary only.

Sales 87

Sales 87

Red Star Kim

JANUARY 26, 2024

Delegates asked lots of questions – and shared their knowledge and ideas generously. Delegates asked lots of questions – and shared their knowledge and ideas generously. I’ve summarised some of their questions on confidence at work. What impacts our confidence? We talked about Imposter Syndrome.

Meetings 130

Meetings Digitalization Communication Management 130

Red Star Kim

FEBRUARY 14, 2023

One of most common is that of Socratic questioning which is used by counsellors and therapists in Cognitive-Based Therapy (CBT). Delegate views and poll results are shown below. Some key insights from the session: Coaching and Consulting skills – Limiting beliefs, different approaches to helping and marketing consultancy.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 83

Negotiation Decision-making Stakeholders Meetings 83

Hubspot Sales

OCTOBER 9, 2023

But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt. From there, you can build out the questions and tactics that align with their value proposition and how they operate.

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

Red Star Kim

MAY 15, 2023

I’m often asked to provide training in conversation skills. People also ask if there are any books to supplement people’s learning – or for those who want a deeper dive into the topic. So I’ve selected three – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Hubspot Sales

OCTOBER 23, 2023

They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. They probe for pain, help their prospects, and run effective sales calls.

Sales 106

Sales Value Proposition Decision-making Communication 106

Red Star Kim

AUGUST 14, 2023

Captivating titles, surprise statements, questions and stories are key. Lawyers (compliance, anti-trust, commercial litigation, personal injury) and marketing professionals joined me at a recent MBL workshop on writing. They engaged in writing exercises. And reviewed the copy of professional services firms. Some help with grammar and style.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Sales Gravy

OCTOBER 13, 2023

Sales professionals should have a list of well-thought-out questions ready to guide the conversation. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation. Introducing discomfort helps reset the typical cadence of sales meetings. We want to fill the silence, right?

Sales 86

Sales Meetings 86

Red Star Kim

MAY 16, 2023

At the PM Forum half day workshop on “Impact, assertiveness and effectiveness” there were delegates from law, intellectual property and accountancy firms. Some felt these skills weren’t taught at university and others wanted help to develop their roles and grow personally. Some were new to their roles and professional services marketing.

Communication 130

Communication Brainstorming Decision-making Marketing 130

Miller Heiman Group

AUGUST 13, 2020

If they do something that falls outside these two priorities, they should question whether they’re spending their time in the right way. The purpose of this first meeting is to ask their sellers questions, then listen and learn. Set the Right Goals. Get the One-on-Ones Right.

Sales Management 107

Sales Management Management Sales Meetings 107

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

NOVEMBER 9, 2023

After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. The coach’s role is to develop the client’s resourcefulness through skilful questioning, challenge and support. About the author.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

JANUARY 22, 2024

I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It develops your understanding of the psychology of selling to help create a sales mindset. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

MAY 18, 2023

This means asking for the absolute best terms you can reasonably expect to get. If you’re selling your services, ask for the highest possible rates for your business that you can justify. If you’re buying, ask for the lowest price that you can justify. Yet, many salespeople approach negotiations with trepidation.

Negotiation 108

Negotiation Profitability Meetings Sales 108

Freshworks

JUNE 2, 2023

The Freshchat Conversational Support Benchmark Report 2023 looks at the art and science of customer conversations in the digital era. The Freshchat Conversational Support Benchmark Report 2023 looks at the art and science of customer conversations in the digital era.

B2C 94

B2C Digital Transformation Digitalization Healthcare 94

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Hubspot Sales

MARCH 27, 2023

That starts with asking the right questions at the right time. Here's a list of some of the most effective ones you can ask and when to ask them. Here's a list of some of the most effective ones you can ask and when to ask them. Keep this question vague. But be careful here.

Decision-making 101

Decision-making Sales Stakeholders Leadership 101

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Clients also ask if there are any books to supplement people’s conversational skills learning – or for those who want a deeper dive into the topic. So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Hubspot Sales

AUGUST 8, 2023

Sales is, in large part, the art of establishing trust in a tight window. Well, I‘ve put together this handy guide to help answer both of those questions. Start your calls with an agenda and a question. Always ask your prospect to review your agenda and confirm it makes sense. Let’s dive in. What is authority in sales?

Sales 87

Sales Decision-making Stakeholders Organization 87

Account Manager Tips

NOVEMBER 19, 2022

A compelling presentation needs to answer the question, "so what?" Don't let that happen to your presentations. Especially when your audience is a room full of executives. Executive level presentation framework in 22 minutes Introduction (2 minutes). Keep it simple - who you are and why you're there. The hook (2 minutes). The report.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Red Star Kim

NOVEMBER 24, 2023

She took us on a tour of well-loved art – Munch, Renoir and Van Gogh – conveying the emotional tone at the five levels in her models. She took us on a tour of well-loved art – Munch, Renoir and Van Gogh – conveying the emotional tone at the five levels in her models. The animated questions testified that her words hit a chord.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Preparing M&BD professionals for the future – learning, skills and knowledge transfer.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Brooks Group

JANUARY 2, 2024

Focusing on the Right Things – Customer Needs and Wants The art of discovery is at the heart of great sales. Sales Training Need: Probing Questions Great salespeople know how to ask deep, probing questions that uncover problems and reveal information that helps salespeople solve those problems.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Red Star Kim

JULY 25, 2023

Whether that is with low mood, motivation, self-doubt, stress, grief, loneliness or navigating change. Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. It is a toolbox of essential mental health life skills. During Covid her audience grew to 3 million.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Arpedio

FEBRUARY 22, 2024

Throughout this blog post, we’ll explore how you can master the art of consultative selling and unlock new levels of success in your sales endeavors. In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

PandaDoc

NOVEMBER 9, 2020

The Scientific Method has a clear set of steps that even me, a 6th grader, and unashamedly rocking out to Creed and Backstreet Boys through my Walkman on the daily, could understand: Ask a Question Research Construct a Hypothesis Test Your Hypothesis with an Experiment Analyze Results and Draw a Conclusion Report Your Results.

Construction 78

Construction Sales Decision-making Leadership 78

AchieveIt

DECEMBER 20, 2023

But with this goal comes one essential question — how do we successfully incorporate data into planning and execution? Determining the location of necessary data becomes easier if someone asks the right questions about the process for gathering data, how it is used, and what the company’s outstanding goals are.

Government 52

Government Stakeholders Decision-making Prioritization 52

Hubspot Sales

JANUARY 24, 2018

Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. First, ask open-ended questions. First, ask open-ended questions. What is small talk? How to make small talk. Their hobbies.

Decision-making 141

Decision-making Meetings Internet 141

Red Star Kim

NOVEMBER 1, 2023

Aims – While most fee-earners were effective at arranging meetings with prospects, often they failed to prepare sufficiently to direct the conversation towards exploring needs and asking for the business. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Peter Simoons

OCTOBER 24, 2021

In a recent virtual coffee call, I was asked how to organise a governance structure for a collaboration of 10 competitors. During my conversation with the initiator, some additional questions came up including the question on how to ensure that all parties involved trusted the initiating company and their intentions?

Value Proposition 98

Value Proposition Government Communication Stakeholders 98

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. The session comprised three modules (1. sales processes 2. Techniques for targeting and 3. Behaviour in sales meetings). Sales process.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100